Which of the following leads to a greater use of adaptive selling behaviors?
A)An evaluation system that emphasizes sales results.
B)An evaluation system that emphasizes sales behaviors.
C)An evaluation system that emphasizes sales volumes.
D)An evaluation system that emphasizes sales dollars.
E)None of these.

Question

Quizplus · Accepted Answer

An evaluation system that emphasizes sales behaviors is likely to lead to a greater use of adaptive selling behaviors because it emphasizes the process of selling instead of just the results. This encourages salespeople to adapt their selling style to the needs of each individual customer, resulting in a more effective sales approach. Emphasizing sales results, volumes, or dollars may lead to a focus on closing the sale quickly, rather than adapting to customer needs.

Which of the Following Leads to a Greater Use of Adaptive